Tag Archive for: prospecting

Sales Discovery – Not Interrogation

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Leave some breathing space.  When we do role-plays in our training class, it’s amazing to us how often the discovery part of the sales process becomes an “interrogation.”  When you ask the prospect a question, give him or her a chance to answer and follow up that answer with subsequent answers that probably get you closer to the theme.  Stop getting in the way of the sale.

Are You Bringing ‘Presence’ to Your Prospects?

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Not donuts…or lunch…or coffee mugs. But are you bringing your ‘full self’ when you meet with people?

In this video, Bill tells you a story of how he and his team are brought in to interview sales people upfront before an offer is made. What they see is not good. And it all gets back to the little word with big implications: Presence.

He tells you what he looks for in those interviews and how you can think about what you bring to prospect meetings.

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How To Become An Expert In Your Industry

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What separates the expert seller from everyone else? Can you really position yourself as an expert in your niche? And what benefits will you derive from that? In this episode, Bryan Neale reviews the many types of sales people so that you can see where you fit. Then he gives some ideas on how you can immediately become an expert in your world.

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Fatal Mistakes in B2B Sales and How to Avoid Them Series – We Listen With Our Motor Running

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*This is a part of The Whale Hunters’ guest blog series for three weeks on “Fatal Mistakes in B2B Sales and How to Avoid Them.” To read some of the blogs for the series, you can visit: http://blog.thewhalehunters.com/

In this video, Bill Caskey discusses one fatal mistake he notices salespeople do. With his experience as an Indianapolis sales trainer, Bill addresses a few ways for salespeople to avoid this one mistake.

-Mentioned in this video…-
The Advanced Selling Podcast: Every week, Bill Caskey and Bryan Neale, upload a new podcast for sales people all over the planet. Eventually, we’ll be bringing over all the episodes but it’s not quite at the top of our priority list yet.

So, until then, go to www.AdvancedSellingPodcast.com and you can download–or listen to them all.

Sales Action And Running Prospect Meetings

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Whiteboard Wednesday returns to its roots this week with Bill (who’s actually in front of a whiteboard) discussing how to handle a sales call when there are many of them and only one of you. He gives you a simple technique that few use that will help you begin on the same page.

And Bryan Neale rants a little bit about his fat wallet (except for there’s no money in it….only receipts). The essence of this rant has to do with taking action.

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Deals That Won’t Move Through the Sales Funnel

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Every sales professional we know is always in prospecting mode, which is why we devote a fair amount of time in this week’s episode in sales prospecting, sales development, and moving people through the pipeline.

In this episode’s Rant, Bill Caskey addresses the initial call and how sometimes the failure in the overall sales cycle begins on call number one. He offers tips on how to improve your language on the first call.

Bryan Neale busts the myth of “Enthusiasm is Contagious”. He tells you what really happens when a sales person exhibits too much enthusiasm.

Finally Bill and Bryan address moving deals through the pipeline in a way that is practical and virtually for any sales cycle.

 

In the Sales Process, Slow Down To Speed Up

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Ever wonder whether your buyer knows what you’re going to ask them before you ask?

In this episode, Bill, Bryan and Brooke deal with the issues of how you find the customer problem…and the realization that if you slow down and ask the “right” questions, you can actually speed up the sales cycle.

In the “Mailbag” segment, Bryan tackles an email we get often, “How do I handle being a new sales rep? Can you give me some advice on getting a quick start?”